sales coaching
5 elements preventing sales manager effectiveness
I recently spoke to two entrepreneurs from two separate companies, who had recently hired new sales managers. In both cases, the new managers had the right skills but still failed to have an impact on their sales force.
Recruiting a new sales manager can help address declining or inconsistent results. However, in order to succeed they must be able to provide consistent coaching and support, while holding each sales person accountable to what they need to do to succeed.
Why coaching determines future sales performance
Leading b2b sales teams in today’s competitive market is tough. The selling landscape has become much more competitive and buyers more knowledgeable. Global financial instabilities and high workloads create additional difficulties.
Because of the changed landscape, the sales profession needs to improve. How you sell is becoming just as important than what you sell.
